Age similarity and humility: reducing resistance to persuasion

Abstract

The present study examined the persuasiveness of tone of voice and age similarity on belief-consistent and belief-inconsistent information. People accept information that is consistent with their beliefs but are resistant to information that contradicts their beliefs. Research has demonstrated that language can influence opinions of others and age similarity has been found to increase likeability. Participants who identified as either pro-choice or pro-life were presented with a blog that: supported or opposed their views, was presented in a humble or arrogant tone and the source was either age similar or age dissimilar. Tone of voice influenced source credibility and argument quality but not overall persuasiveness. Age similarity did not produce any main effects but did produce an interaction with belief-consistency in regards to persuadability. Findings suggest that tone of voice can serve as a buffer to belief-inconsistent information and future research of voice tone and age similarity is discussed.